Blog – KLA Group – Denver

Suggest two dates to meet and hold them on your calendar

Two Reasons Your Sales Closing Rate May Be on the Decline

Dealing with a drop in closing rates can be quite a testy experience for managers and no joy for reps who have otherwise seen a great deal of success. Consider a scenario

Call 9 times or more to reach your prospect

[Video] – How to Open Doors with Your vCard

vCards can quite literally stop prospects in their tracks, if you know how to craft it. With so little effort required, every sales rep should utilize this informative and effective prospecting tool!

Want to Win More Sales? Improve Your Body Language!

Just for a moment, imagine that you’re meeting with a financial advisor to discuss your investment strategy. As you look across the desk at him, you notice that he’s sweating, twisting his

How-To: Use Technology to Reinforce Training

Technology provides an extremely cost-effective, fun way to stay in front of your participants with key content reminders after the training is over. We’ve added technology-based reinforcement to all our training programs

Ask the questions that will keep your clients up at night thinking

Always book the meeting times you suggested

What’s Old is New Again: Infographics

Like the phoenix rising from its own ashes, an infographic really is the rebirth of what trainers have been using for decades: the job aid. Just like it sounds, an infographic is

How to Increase Sales Training Attendance

You’ve built it, now how do you get people to attend your training program? You might assume that just because you listed it in the learning management system or an executive said

[Video] Hitting Your Sales Targets this year

Every salesperson wants – and, really, needs – to achieve the sales targets that are set for them. But true sales success and greatness is often measured by more than that. In

What You Can Learn from the Denver Broncos About Protecting a Lead

In case you haven’t heard, Denver Broncos quarterback Peyton Manning had a pretty decent season. (Being from Denver, I’m following this pretty closely, of course.) The future Hall-of-Famer threw for 5,477 yards

Let your personality shine.

Tips for Winning a Sales Gold Medal in 2014

Over the holidays, I had the pleasure of spending a few days doing something I love — skiing the beautiful mountains in my home state of Colorado. The scenery was beautiful, the

Don’t try an extreme makeover

Do Gimmicky Emoticons Really Work in Email Subject Lines?

By now, most salespeople understand the importance of short, sweet, and effective email subject lines. In essence, they are the gateway to better email engagement and higher response rates. If you write

Ask the right questions so you don’t miss key information about your prospects’ needs.

Deck the Halls (with Boughs of Sales Prospects)!

Last December, I wrote a post for VARGuy that parodied the timeless poem, “The Night Before Christmas.” I titled it, A Christmas Sales Parody. It was a fun way to bring some

Familiarity with client’s problems draw prospects with similar needs

Thank you Wonderful Friends!

Thank you everyone for your votes as I compete for Top Sales Book of the year and Top Sales Webinar. I appreciate all your emails and yet – I really did respond

Sales Isn’t Sleazy – If You’re Doing it Right

In the 1987 movie “The Tin Men,” a flick about competing salesmen who push unwitting homeowners to buy aluminum siding that they don’t really need, the movie opens with a classic exchange

Holidays are a great time to deepen relationship with sales prospects

Sales Prospecting Checklist for reaching decision-makers.

What Obamacare Can Teach Salespeople About Appealing to Executives’ Value Curve

Three weeks ago, the United States government finally ended its highly publicized shutdown and got back to work. The standoff between political parties over the adoption and implementation of President Barack Obama’s